The ROI Guy

JANUARY 26, 2015

2) Training Effectiveness: In the US, companies will spend more than $5B on sales training last year (SPI). Unfortunately, according to the psychologist and a pioneer in the study of memory and learning, Ebbinghouse, 87% of this training will be forgotten within weeks according to.

Case Study 79

Case Study Decision Maker Lead Rank Lead Scoring 79

No More Cold Calling

DECEMBER 28, 2018

We know that salespeople who use AI and other predictive analytics tools are far more productive than those who don’t. For those of us who sell solutions, our jobs will increase by 10 percent, according to a 2015 report by Forrester. But will sales AI actually replace us? Yes, for those who sell commodities.

Referrals 232

Referrals Cold Calling Inside Sales Enterprise 232

Partners in Excellence

OCTOBER 27, 2014

It’s the time where you start seeing various pundits dusting off their crystal balls guessing what the big issues facing sales and marketing professionals in 2015. While there’s some variance, I tend to see the following: Sales Training. Systems/Processes/Tools. Sales Automation/Tools. Recruiting/Onboarding.

Fashion 89

Fashion Face-to-face Analytics Social Media 89

Your Sales Management Guru

NOVEMBER 3, 2015

2015 Sales Predictions. We believe in 2015 the focal points will be on velocity and execution; increasing the speed of the sales cycle and number of orders received. New technical tools will be developed to assist the average salesperson in this area. Sales training is moving to a mobility mode.

Face-to-face 40

Face-to-face Trends Margin Sales Methodology 40

DiscoverOrg Sales

DECEMBER 4, 2017

A similarly scary statistic came from Docurated’s State of Sales Productivity 2015 study, which found that salespeople only spent 1/3 of their time actually selling. A tool like DiscoverOrg contains direct-dial phone numbers, verified email addresses – for only decision-makers, not mom-and-pop shops.

Sales Enablement 295

Sales Enablement Collateral Decision Maker Study 295

Score More Sales

DECEMBER 18, 2014

Midsize business owners (and their c-level execs) are optimistic and have put dollars into their 2015 budgets to invest in: Technology (85%). When it comes to hiring, 74% plan to hire in 2015, although 61% of the respondents feel there is a shortage of qualified talent. Others are predicting a strong 2015 for business as well.

Hiring 198

Hiring Wireless Policies Travel 198

The Brooks Group

DECEMBER 28, 2015

2015 was a big year for The Brooks Group, and we’re going to brag a little. Our achievements this year included: Bronze Stevie Award for Sales Training Practice of the Year. Top 20 Sales Training Company, Training Industry. Top 20 Sales Training Company, Selling Power Magazine. Top 7 Articles of 2015 .

Journal 40

Journal Territories Groups Coaching 40

The Pipeline

FEBRUARY 4, 2020

The piece pointed to a prediction by Forrester around 2015 about the size and nature of B2B sales in 2020. What is the impact of that on the use of freed resources, training, managing, and more? Shouldn’t the freed-up time, resources, training, and more – resulted in increases in output? Smaller Treadmills.

Revenue 370

Revenue Top of Funnel Sales Qualified Lead Lead Rank 370

Steven Rosen

JANUARY 22, 2018

CSO 2015 Sales Management Optimization Study: Formal coaching process: 17% improvement in sales win rate. Only 53% of sales organizations are investing in ongoing coaching training and development of their sales managers. You can train your sales managers on coaching. Time in field: 17% increase in performance. What can you do?

Sales Coaching 273

Sales Coaching Coaching Sales Management Study 273

The Brooks Group

NOVEMBER 25, 2015

Check out the top 7 sales leadership articles in 2015. That means filling their bench with the right people, and providing every player with the tools they need for success. Before you partner with a sales training provider, make sure their method is the right fit for your organization. Qualities of a Sales Leader.

Sales Leadership 40

Sales Leadership Margin System Sales Management 40

Score More Sales

AUGUST 28, 2014

I did an unscientific survey of webinar tool sites as if I was evaluating and making a purchase from my smart phone. For this experiment I looked up webinar tools and webinar platforms. In my search I looked for “webinar platform” and “webinar tool” to get dozens of choices. It could have been any B2B product or service.

Webinar Metrics 214

Webinar Metrics B2B Decision Maker Ideal Customer Profile 214

Steven Rosen

JANUARY 22, 2018

CSO 2015 Sales Management Optimization Study: Formal coaching process: 17% improvement in sales win rate. Only 53% of sales organizations are investing in ongoing coaching training and development of their sales managers. You can train your sales managers on coaching. Time in field: 17% increase in performance. What can you do?

Sales Coaching 261

Sales Coaching Coaching Sales Management Study 261

Sales Evangelist

AUGUST 9, 2020

Use virtual tools to do more, in less time, with better outcomes Out of necessity, we are moving into a digital world in which almost every step of the sales process involves the use of virtual tools. Jeb Blount has been doing virtual sales since 2015. This frees up time to manage other activities in the sales process.

Tools 52

Tools Face-to-face Video Channels 52

Score More Sales

SEPTEMBER 30, 2014

There is no question that the ease of collaboration in 2014 and 2015 is helping businesses and making better use of everyone’s time. From a sales tools perspective, I have seen productivity gains as well as losses. It seems that there are so many tools to help professional sellers and marketers.

Real Estate 249

Real Estate Compensation Vendor Intent 249

Highspot

JUNE 7, 2022

Next up in our #CustomerSpotlight series is Vincent Drapeau, Director of Sales Training from Intralinks , who shares his career journey and thoughts on the enablement practice. I joined Intralinks in 2015, as a Client Services Manager. I didn’t know how to do training. I remember very much the winter of 2015–16.

Scale 52

Scale Exercises Sales Enablement Training 52

Awarathon

AUGUST 8, 2023

“An AI-powered video roleplay software is one of the most effective sales tools for streamlining your sales process, assisting your organization in meeting sales quotas, and forecasting sales for the upcoming quarters online effectively.” It focuses on sales readiness through sales enablement and training. So who’s using Mindtickle?

Video 52

Video Ideal Customer Profile Forecasting Pharmaceuticals 52

Sales and Marketing Management

SEPTEMBER 23, 2019

In the five years between 2010 and 2015, the number of inside sales reps doubled. The range of sales tools is becoming as diverse as those on the marketing side. Expect analytical, sales forecasting and productivity tools all to become more powerful and sophisticated with artificial intelligence (AI). More digital disruption.

Inside Sales 209

Inside Sales Trends Outsourcing Services Face-to-face 209

Vendor Neutral

JULY 30, 2021

Which sales technology tools and solutions can arm RevOps with everything they need for success. Mediafly acquired his company Alinean, a pioneer in value messaging and interactive sales tools. Prior to Alinean, Tom founded Interpose, a provider of total cost of ownership (TCO) measurement and analysis software tools and training.

Top of Funnel 132

Top of Funnel Face-to-face Scale Webinar Metrics 132

Score More Sales

OCTOBER 30, 2014

Heading into 2015, there is no excuse for a poor company presence online because you simply cannot afford to ignore it. What is your plan to grow and improve your presence in 2015? Lori speaks, writes, trains, and consults with inside sales teams in mid-sized companies.

Company 215

Company Trade Show Engineering Ideal Customer Profile 215

Sales Training Connection

SEPTEMBER 22, 2015

Online Sales Training. The good news is there are more effective and affordable training options to correct that deficiency than in times past. Most companies with a B2B sales team have investigated or implemented online sales training in the distant past. Recent years have seen tremendous disruption in how customers buy.

Training 50

Training Knowledge Base Exercises Travel 50

Fill the Funnel

SEPTEMBER 24, 2015

This broadcast features answers on how to create and deliver successful online training and what your customers are expecting. Original article: What It Takes to Deliver Successful Online Training ©2015 Fill the Funnel. The post What It Takes to Deliver Successful Online Training appeared first on Fill the Funnel.

Training 48

Training Top of Funnel Funnel Course 48

SBI

OCTOBER 5, 2017

in 2015), but only 5.2% Here is a place that modern sales enablement tools and technologies can really shine. In fact, while a certain mindset is necessary to be a good coach, there are also specific skills that must be trained, and cannot be assumed. Yet, as an industry, we’re failing badly at it.

Sales Enablement 139

Sales Enablement Survey Face-to-face Coaching 139

Allego

FEBRUARY 19, 2021

In 2015, he established a second company, SPASIGMA, to fill that gap and meet distributed sales teams’ need to access virtual sales training and sales enablement support. SPARXiQ provides integrated analytics and training solutions that accelerate sales performance, profitability and long-term enterprise value.

Lead Rank 96

Lead Rank Lead Scoring Revelation Pivotal 96

Hubspot Sales

JULY 13, 2023

79% of sales professionals who use AI say AI tools are an important addition to their overall sales strategy, according to our State of AI survey. The Fear of Becoming Over-Reliant on AI Tools AI can be addictive , and 39% of sales professionals are afraid of becoming over-reliant on AI tools.

Data 77

Data Hiring Guidelines Lead Rank 77

Score More Sales

OCTOBER 24, 2014

Last month, IBM announced IBM ® Watson™ Analytics , a natural language-based cognitive service that can provide instant access to powerful predictive and visual analytic tools for businesses. Simply upload files, and begin to discover your data through the help of IBM’s suite of tools. SOURCE=default&S_CMP=wa-microsite.

Analytics 221

Analytics Analysis Compensation Data 221

Crunchbase

MARCH 3, 2020

From recruitment and onboarding, to training and skills development, venture capitalists are pouring millions into each sub-sector of human resources (HR). The startup was founded in 2015 but recently raised $7 million in seed investment. Technology is disrupting every step of an employee’s journey.

Outsourcing Services 113

Outsourcing Services Scale Retention Software 113

Zoominfo

NOVEMBER 1, 2022

Training and onboarding in a virtual environment has created plenty of obstacles, especially for new sales reps. Giving your team the right tools, training, and support helps everyone. Conversational intelligence tools like Chorus can record, transcribe, and tag calls between prospects and sales reps.

Hiring 100

Hiring Intent Data Intent Scale 100

Seismic - Sales Effectiveness

AUGUST 25, 2019

The 2015 MHO Best Practices Study reveals that “having a strategy and knowing the right things to do [is] a huge differentiator between top performers and others” Sales Efficiency and Sales Effectiveness – What Do They Mean? Step 2: Give sales reps the proper training. Step 3: Optimize these activities.

How To 80

How To Quota Sales Enablement Survey 80

Bernadette McClelland

JANUARY 11, 2017

One of those strategies is summed up by this very ‘relevant to 20th century sales leadership behaviour’ statement : “If officers are unaccustomed to rigorous drilling they will be worried and hesitant in battle; if generals are not thoroughly trained they will be inwardly quail when they face the enemy.”.

Strategy 150

Strategy How To Competition Energy 150

The ROI Guy

JANUARY 15, 2015

Many companies have turned to Negotiation Training to help their sales reps and channel partners try to talk their way out of the discount. But procurement holds most of the cards in these negotiations, and as a result, this type of training is not leading to the best deal sizes and sales success outcomes. The advice from the research?

Discount 81

Discount Negotiation Lead Rank Lead Scoring 81

DiscoverOrg Sales

JUNE 14, 2017

In the fall of 2015, the young sales rep was burned out, disheartened, failing to meet his quota, and on the verge of losing his job. Heavy training to ensure the technology was fully adopted. “My Over the next few months, Johnson helped implement and train the newly formed inbound sales team to focus on rapid response.

Inbound 227

Inbound Outbound Ideal Customer Profile Outbound Sales Team 227

The Pipeline

AUGUST 2, 2013

As you’ll read below, she boldly predicts that by 2015 inside sales will overtake field sales, as that unfolds, she will be in greater demand. A recognized consulting, she has designed and delivered coaching, and training solutions for world class companies such as companies, including Cisco, Autodesk, Citrix Systems, Adobe, and others.

Sales Management 257

Sales Management Hiring Inside Sales Cold Calling 257

Hubspot Sales

MARCH 20, 2018

Over the last three years, the number of sales technologies has grown from 300 in 2015 to 715 in 2017. While freemium might not be the right strategy for every software business, 2015 saw approximately 22% of businesses adopting a freemium model. But did you know this happening in sales technology now too? SMB CEO’s need help.

Lead Rank 88

Lead Rank Trends Lead Scoring Outsourcing Services 88

Fill the Funnel

DECEMBER 24, 2014

I wish you the very best this holiday season and throughout 2015. Sales Books/Resources Training Web Tools Big Data Lifelong learning' What topics do you want to learn about to improve your personal and business success in the coming year. Let me know in the comments area below. I look forward to hearing your plans.

Top of Funnel 110

Top of Funnel Funnel Data Video 110

Score More Sales

DECEMBER 29, 2014

What can you put in place in 2015 to help sales reps be more effective in starting with the best data possible? This post was written as part of the IBM for Midsize Business program, which provides midsize businesses with the tools, expertise and solutions they need to become engines of a smarter planet.

Data 193

Data Policies Ideal Customer Profile Guidelines 193

Score More Sales

OCTOBER 15, 2014

One of the best first steps you can put into place (aside from hiring an expert to help you put a full plan in place to get your sales and marketing ready for 2015) is to focus on listening. Lori speaks, writes, trains, and consults with inside sales teams in mid-sized companies. Where are you? Listen for Prospective Buyers.

Social Selling 223

Social Selling Company Ideal Customer Profile Twitter 223

Steven Rosen

JUNE 15, 2015

The 2015 STAR Sales Manager Survey set out to gauge the development priorities of sales organizations. One of the VP’s said he was not happy with the impact of the corporate training program that he was mandated to use. I asked him what they were doing to sustain their excellent training. There was silence. Again he was silent.

Survey 120

Survey Coaching Training Sales Management 120